Salary discussions frequently fixate on the present value of a candidate's skills, which can lead to dissatisfaction or turnover when the candidate outgrows their role. Rather than debating numbers, I encourage shifting the conversation to long-term value creation. Ask candidates: "How do you see your role evolving in the next 12 months, and how can we structure compensation to reward that growth?" This shifts the focus from a one-time salary bump to a partnership where both the employer and candidate invest in mutual success.

Navigating salary expectations during an interview requires a balance of empathy, transparency, and negotiation. You can start with acknowledging their request and then ask the rationale for the request, understand what factors and considerations are driving the request. The next step would be to be transparent about budget constraints and explain the entire package with its full potential along with benefits, future prospects etc. This will enable the candidate to review the package in a holistic manner. At the end, explore mutual flexibility and ask the candidate if they are willing to compromise little and understand what else is important to them apart from just salary. This opens the door for collaborative problem solving.

I’m brutally honest in these conversations. “This is what I can do for you today. How about we work together to have frequent reviews and create a plan to show your value and make sure you are compensated for it?” That seems to work best for all involved. It is much easier for me to justify as a leader, and puts both sides in the right mindset.

First off, respect their response. Once you know where you stand you can dive into details. If within range, share that information and be excited! If they are above range, ask them to break it down. Going over benefits can also provide insight as to where they might have some wiggle room. If they are paying $600/month for insurance but your company average is $150/month, that could easily shift some numbers. Being open, direct and detailed can make or break a salary conversation.